SKU: 60818258206

Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal

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Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex DealThe New Psychology of Selling The sales profession is in the midst of a perfect storm. Buyers have more power more information, more at stake, and more control over the sales process than any time in history. Technology is bringing disruptive change at an ever increasing pace, creating fear and uncertainty that leaves buyers clinging to the status quo. Deteriorating attention spans have made it difficult to get buyers to sit still long enough to

The New Psychology of Selling

The sales profession is in the midst of a perfect storm. Buyers have more power--more information, more at stake, and more control over the sales process--than any time in history. Technology is bringing disruptive change at an ever-increasing pace, creating fear and uncertainty that leaves buyers clinging to the status quo. Deteriorating attention spans have made it difficult to get buyers to sit still long enough to "challenge," "teach," "help," give "insight," or sell "value." And a relentless onslaught of "me-too" competitors have made differentiating on the attributes of products, services, or even price more difficult than ever.

Legions of salespeople and their leaders are coming face to face with a cold hard truth: what once gave salespeople a competitive edge--controlling the sales process, command of product knowledge, an arsenal of technology, and a great pitch--are no longer guarantees of success. Yet this is where the vast majority of the roughly $20 billion spent each year on sales training goes. It's no wonder many companies are seeing 50 percent or more of their salespeople miss quota.

Yet, in this new paradigm, an elite group of top 1 percent sales professionals are crushing it. In our age of technology where information is ubiquitous and buyer attention spans are fleeting, these superstars have learned how to leverage a new psychology of selling--Sales EQ--to keep prospects engaged, create true competitive differentiation, as well as shape and influence buying decisions. These top earners are acutely aware that the experience of buying from them is far more important than products, prices, features, and solutions.

In Sales EQ, Jeb Blount takes you on an unprecedented journey into the behaviors, techniques, and secrets of the highest earning salespeople in every industry and field. You'll learn:

  • How to answer the 5 Most Important Questions in Sales to make it virtually impossible for prospects to say no
  • How to master 7 People Principles that will give you the power to influence anyone to do almost anything
  • How to shape and align the 3 Processes of Sales to lock out competitors and shorten the sales cycle
  • How to Flip the Buyer Script to gain complete control of the sales conversation
  • How to Disrupt Expectations to pull buyers towards you, direct their attention, and keep them engaged
  • How to leverage Non-Complementary Behavior to eliminate resistance, conflict, and objections
  • How to employ the Bridge Technique to gain the micro-commitments and next steps you need to keep your deals from stalling
  • How to tame Irrational Buyers, shake them out of their comfort zone, and shape the decision making process
  • How to measure and increase you own Sales EQ using the 15 Sales Specific Emotional Intelligence Markers
  • And so much more

Sales EQ begins where The Challenger Sale, Strategic Selling, and Spin Selling leave off. It addresses the human relationship gap in the modern sales process at a time when sales organizations are failing because many salespeople have never been taught the human skills required to effectively engage buyers at the emotional level. Jeb Blount makes a compelling case that sales specific emotional intelligence (Sales EQ) is more essential to success than education, experience, industry awareness, product knowledge, skills, or raw IQ; and, sales professionals who invest in developing and improving Sales EQ gain a decisive competitive advantage in the hyper-competitive global marketplace.

Sales EQ arms salespeople and sales leaders with the tools to identify their most important sales specific emotional intelligence developmental needs along with strategies, techniques, and frameworks for reaching ultra-high performance and earnings, regardless of sales process, industry, deal complexity, role (inside or outside), product or service (B2B or B2C).



Binding Type: Hardcover
Publisher: Wiley
Published: 03/20/2017
ISBN: 9781119312574
Pages: 320
Weight: 1.00lbs
Size: 8.60h x 5.70w x 1.30d
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SKU: 60818258206

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rilakk
Whiting, US
★★★★★ 4
Fun read
Format: Kindle
I'm not really into mafia books but I love Roxy Collin's other series so I decided to give it a try. It had the same great romance, spice, swoon-worthy characters and exciting plot that are her signature. Arben was my favorite, although it was a bit sudden how quickly he changed from ignoring her to wanting to be pack. There were almost too many twists/layers of lies to keep track of but I'm looking forward to reading the other books. The only thing that detracted from the story for me was the need for a bit more proofreading. It was mentioned that Kelly is a female and male at different points, leading me to think she changed her mind at some point about the character's gender but didn't go back and edit it to align in all places. Like another reviewer pointed out, step siblings are different than half siblings. They are incorrectly referred to as step siblings because they (allegedly) share the same biological dad. There are a few other typos as well but those aren't a big deal.
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Reviewed in the United States on March 18, 2025
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Carmen Alicea
Belleville, US
★★★★★ 5
Stepbrothers, Secrets, and Sizzling Heat
Format: Kindle
Twisted Lies by Roxy Collins is a wild ride through family secrets, amnesia, and a steamy stepbrother romance. When Kelly discovers her life is built on lies, she ends up tangled with three alpha stepbrothers and an assassin who once helped her through a heat. The tension? Off the charts! The heat is real, and the complications are messy in the best way. Full of twists, secrets, and fated mates? You'll be hooked from page one! Love omegaverse drama with a dash of taboo? This one's for you!
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Reviewed in the United States on September 10, 2024
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Ashley
Draper, US
★★★★★ 3
Good read
Format: Kindle
The book has some good twists and turns, but truthfully I was so confused on some things. It didn't have a good flow for me personally. Not sure if it's due to typos or using him/her wrongly, but I thought Kelly was both a guy and a girl. Actually I still don't know, and it made me incredibly frustrated. It would refer to Kelley as him or he, and then again in another part of the story as her she and sister. On to the next book, I hope there is some clarity and a smoother flow. This is a slow burn, and I just don't know how much I care for the Alphas yet. Idk if I recommend.
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Reviewed in the United States on February 8, 2023
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75_SweetestBook
Natrona Heights, US
★★★★★ 5
the lies
Format: Kindle
This is amazing fast pace read that is full of plot twists and lies that keep getting bad. This is a story we’re a omega has been lied to by her mother and finds out that someone is slowing dieing. 3 alpha take the omega and feed her more lies so they can use her against her father so they can find their mate Kelly. This is a dark read and ends in a cliffhanger and so good.
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Reviewed in the United States on June 13, 2023
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trinityknt7
Waukegan, US
★★★★★ 4
Hot twists
Format: Kindle
This will keep you on your toes toes in a hot twisty mess. You want to love, hate and root for whom is the big question. I’m quickly getting the next book because it ends on a cliffhanger and damn, it’s got me ready to tear into it!
WAS THIS REVIEW HELPFUL?YesReportShare
Reviewed in the United States on February 16, 2026

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